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Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
Convergence: Telecom Moving into Mainstream IT Channel
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Convergence: Telecom Moving into Mainstream IT Channel

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Led by CompTIA Market Research, learn the top trends in traditional IT services and telecom convergence, drivers behind IT channel’s entrance into telecom, and how IT channel and telecom channel and …

Led by CompTIA Market Research, learn the top trends in traditional IT services and telecom convergence, drivers behind IT channel’s entrance into telecom, and how IT channel and telecom channel and providers are partnering together.

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  • 1. 20-Minute Channel Byte Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org Convergence: Telecom Moving into Mainstream IT Channel
  • 2. Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org On Tap For Today  Trends in traditional IT services and telecom convergence  Drivers behind IT channel’s entrance into telecom  Partnering trends between IT channel, telecom channel and providers 2
  • 3. IT & TELECOM: NO LONGER SEPARATE SILOES 3
  • 4. Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org IT and Telecom Blending to Serve Myriad Vertical Industries IT Industry $2T Healthcare Telecom Industry $1.6T Retail Finance ManufacturingGovernment Legal Source: IDC
  • 5. Customer Needs Growing More Complex Increasingly, customers are seeking providers that have mastered a blend of skills  All things cloud  Mobility integration, integrating mobile devices with the corporate network  Unified communications, integrating services such as instant messaging, presence, IP telephony and others.  Telepresence technology, marrying phone systems with video capabilities
  • 6. Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org As Are Their Strategic Business Priorities for Next 12 Months 16% 34% 37% 42% 50% 52% 56% Managing competitive threats Improving operational efficiency Innovating more effectively Improving data analytics for better/faster decisions Reaching new customer segments Improving staff productivity/capabilities Reducing costs/overhead Source: CompTIA’s 3rd Annual Trends in Managed Services study Base: 400 businesses (end user)
  • 7. Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org Driving Factors in Entering Telecom Services Market 8% 15% 24% 28% 29% 40% 41% 46% Recruited by telecom master/sub agents Add on to cloud business efforts To increase revenue/profits Competitive threats from telecom channel IT distributors added telecom to portfolio To win new business Desire to add new business line Desire to offer voice services Source: CompTIA IT-Telecom Convergence Research
  • 8. Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org From the Channel Viewpoint: Convergence Where should traditional telecom services fit into an IT channel firm’s portfolio? 56% 34% 6% 2% Characterization of telecom and IT channel relationship over last 2 years Staying same Converging significantly Converging somewhat 66% 32% 2% Core component Opportunistic element Not a component 2% D/K Source: CompTIA IT-Telecom Convergence Research
  • 9. Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org 9 Unified Communications Driving Telecom Solutions Primary Telecom Offerings by VARs Today  Broadband/Wi-Fi access  Conferencing & collaboration solutions  WAN services  IP/PBX
  • 10. TO PARTNER OR NOT TO PARTNER 10
  • 11. Partnering a Way to Help Bridge Skills Gaps With both VARs and agents needing to fill holes in their capacity to deliver cloud services, they are left with the following choices… Hiring or developing expertise in-house. Referring the business out to an expert. Partnering with seasoned professionals to fill voids they cannot otherwise address.
  • 12. Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org Friend or Foe? Convergence Sparks Both Viewpoints 1 2 3 4 5 IT VARs said they now view telecom services as a competitive play and a way to differentiate their brand 4 in 10 IT channel firms are “highly concerned” about the telecom services channel getting into traditional IT One-fourth of telecom agents (23%) said the roles of IT VARs and agents were "converging significantly." 57% of channel firms worked with a cable company to offer telecom services last year Carriers and master agents are diversifying their partner base to include traditional IT-oriented VARs and MSPs. VARs and Telecom Agents and Convergence Trends Source: CompTIA 2nd Annual Big Data Insights and Opportunities study
  • 13. Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org What Are Your Options for Partnering? Partnering discussions held with the following company types in last year 52% Telecom master agents 51% Telecom sub-agents 47% Telecom carriers 26% Cable company operators 26% IT distributors Source: CompTIA IT-Telecom Convergence Research
  • 14. Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org Who Ended Up Moving from Talking to Partnering? Breakdown of Partners IT Firms Worked with in Last Year 57% Cable Operators 51% Telecom carriers 34% Telecom master agents/subs 20% A/V specialists Source: CompTIA IT-Telecom Convergence Research 68% of IT channel firms working with telecom carriers in the last year did so exclusively, while 32% also partnered with telecom agents.
  • 15. CHALLENGES AND BEST PRACTICES 15
  • 16. Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org Challenges to Entering Telecom Services Market 10% 30% 30% 37% 38% 40% 45% Don't understand agent model (master or sub) Customer preference for traditional telecom provider Deciding what to sell Lack of sales experience Competition from traditional telecom agents Lack of telecom-specific tech skills Insufficient staffing Source: CompTIA IT-Telecom Convergence Research
  • 17. Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org Not Every Channel Firm is Diving into Telecom Reasons NOT offering telecom services today 4% 9% 9% 17% 30% 61% Do not understand revenue model Learning curve too steep Bad past experience Insufficent resources Diverts from core competency Not our core competency Source: CompTIA IT-Telecom Convergence Research Among the IT channel firms not involved in telecom today, 26% said they plan to pursue partnerships for these services in next year, while 35% said they had no intention to partner and 17% said they would offer telecom on their own.
  • 18. Rank VARs Agents 1 Partner’s understanding of my business model (49%) Effective communication (73%) 2 Formal business planning with partner (48%) Partner’s pre-, post- and joint sales support (54%) 3 Emerging techs and business models (i.e. cloud) (48%) Leads provided by partner (53%) 4 Government regulation and compliance (46%) Emerging technologies and business models (49%) What’s Critical to Making Things Work Source: Channel Partners and CompTIA Agent-VAR Partnering Survey, January 2013 Success Factors and Priorities for Partnerships
  • 19. Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org Five Key Ways to Mitigate Risk in Partnering 1 Establish rules of engagement Decide who owns the customer relationship Agree on a revenue formula and who gets paid for what Understand each other’s business model Formalize these partnerships and treat them as you would any vendor or manufacturer agreement 2 3 4 5
  • 20. Closing Thoughts: Scorecard on Offering Telecom Gained net-new customers as a result of having telecom services Increased revenue with existing customers due to telecom services Trained internal staff on technical and sales skills associated with telecom 1 2 3 4 6 5 Won a deal purely based on telecom services availability Did NOT gain any new revenue because of telecom services Lost business to a telecom agent Source: CompTIA IT-Telecom Convergence Research
  • 21. Copyright (c) 2014 CompTIA Properties, LLC. All Rights Reserved. | CompTIA.org 21 Carolyn April capril@comptia.org For more information, contact:

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